Module 1 Flashcards
(4 cards)
1
Q
- Explain the Principle of IMPACT Selling®.
A
Be in front of qualified leads/prospects when they are ready to make a decision, not when you need to fill a vacancy.
2
Q
- What are the two essential components of selling?
A
Positioning and Timing
3
Q
- Explain the three customer IMPACT principles.
A
1) People commit to things for their reasons, not yours or mine
2) People don’t want to be sold but they do want to buy.
3) The decision to commit is an emotional response to the perceived benefits compared to the perceived price and cost.
4
Q
- Construct the IMPACT Selling Diagram.
A
The student must be able to draw the two intersecting triangles. The triangle pointing left represents the recruiter and the triangle pointing right should be divided into six sections and marked with the first letter of each of the steps of IMPACT
